What’s the biggest factor that determines whether your MLM prospect buy from you?
Is it the product?
Is it the compensation plan?
Is it the company?
While all of these are important, there are more important factors that determine whether or not your prospect buys.
The most important factor that determines whether your MLM prospect buys has nothing to do with how cool they think the product is, how cool they think the compensation plan is or how cool they think the company is.
What matters most is how cool they think you are. It’s whether they like you.
People will do business with, and refer business to, those people they know, like and trust.~Bob Burg
If a prospect likes you they will want to do business with you. If you want more sales and sign ups then be more likeable.
If you become more likeable, you can actually influence your prospect to want to do business with you before they even know what you are selling.
If you were a plumber, you want to be so likeable that after you meet someone, they are saying to themselves, “Wow, thats a great guy! I must have some plumbing work needed in my house.” or “I must know someone that needs some plumbing work done.”
This doesn’t mean that your prospect is guaranteed to do business with you but at least they will want to. When your prospect wants to do business with you, the entire sales process from overcoming objections to closing becomes easier.
Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get. I right prospects to chase you and WANT to know more details about your business.
What This Means
This means, if you want to get more sales and sign ups, you don’t have to know “everything” about your product, compensation plan or company. You just need to know enough to get them curious enough to want to look at the information. Being likeable will help with this. If you try to convince them with hype, they will be skeptical. However, if you are likeable, they are more likely to look at the information (even if it’s just to do you a favor).
Being More Likeable
Here are a couple of things to be aware of so you can be more likeable.
FORM- This is an acronym that stands for Family, Occupation, Recreation and Message. When you are talking with a prospect, ask them about these things. There is a reason that you are being trained to “form” your prospects. It’s because people love to talk about themselves. Give them an excuse and ask them about their life.
Don’t debate, arugue or make them feel foolish –Many of the ways that network marketers are trained to overcome objections are unprofessional and don’t work. Saying that jobs suck or that the corporate world is the real pyramid doesn’t make you look smart, it makes you look like a jerk. Don’t try to debate or argue with your prospect because doing so makes them less likely to buy. Even if you “win” the argument with logic, you end up losing the sale.
Now you know the biggest reason why they will buy and how to use that information in your favor.
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